Understand Your Buyer > How to Engage  > Buyer Guide

 

What is it?

Creating a Buyer Guide can position you as an authority in your space, endear you to your buyer and be a great lead magnet to attract potential buyers.

 

Why does it work?

It works because it helps the buyer make a decision by removing the effort for them.

 

How can you use it?

Depending on your business, product or service, there will be different elements to consider including.

Consider things like:

• Price & deliverables
• Cost of maintenance / Running costs
• Reviews and proof
• Financial return / benefit
• Residual value
• How long to see a result
• How long will the results last
• Is the solution future proof?
• Compatibility issues – software/people/technology
• Integration issues – software/people/technology
• Transition issues from current provider
• Service & Aftercare
• Warranties and promises

 

Example

Buying the right basin (sink) might be more complex than you realise (!) B&Q offer a handy buyers guide to cover the most important elements and help simplify their offering to allow buyers to make a better decision.

 

 

See also

• The Checklist Effect
• The Comparison Effect

 

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